Docker, Inc
Account Executive, Corporate Sales
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Account Executive, Corporate Sales
Account Executive, Corporate Sales – Docker (EMEA Strategic Sales Team)
About Docker
Docker has established itself as a leading brand in developer tooling, trusted by over 20 million monthly users and 20-plus billion container image pulls. From independent developers to global enterprises, teams rely on Docker’s suite of products—including Docker Desktop, Docker Hub, and Docker Scout—to build, share, and deploy applications securely.
As AI reshapes software development workflows, Docker remains at the forefront, providing:
- Sandboxed environments for trustworthy autonomous code execution
- Verified container images and secure infrastructure
The Role: Account Executive, Corporate Sales (EMEA)
This is a high-velocity overlay role within Docker’s EMEA Strategic Sales team. You’ll focus exclusively on:
- Sub-$30K opportunities across EMEA accounts, including:
- Docker Hardened Images (DHI) deals
- Small seat expansions
- Add-on sales outside the renewal cycle*
- End-to-end ownership of these transactions, ensuring no deal slips through the cracks while freeing Strategic AEs to pursue six- and seven-figure growth opportunities.
Who We’re Looking For
We need a self-starter with:
- Keen commercial intuition and the ability to execute quickly in short sales cycles
- Collaborative mindset thriving in a team-first culture
- Multiskilling in managing deals across multiple accounts and markets simultaneously
Responsibilities
Sales & Opportunity Execution
- Drive speed-to-close for all deals <$30K ARR, including:
- New add-ons
- Small expansions
- Standalone Docker Hardened Images (DHI) deals
- Meet monthly/quarterly targets for qualified opportunities and closed business
- Forecast accurately on a monthly/quarterly cadence in Salesforce
- Coordinate seamlessly with Strategic AEs to:
- Identify small opportunities in existing accounts
- Ensure consistent handoffs and customer experience
- Collaborate with:
- Technical Account Managers (TAMs)/Solutions Engineers (SES) for technical alignment
- Procurement teams and channel partners to navigate purchasing processes (多 instanceof markets)
- Respond to and qualify incoming inquiries for Docker products in the ~$30K segment
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Customer & Market Growth
- Lead adoption expansion across Docker’s existing customer base, including:
- Prospecting and identifying upsell/cross-sell opportunities
- Recording customer feedback for Product, Marketing, and Sales leadership (influencing roadmaps & campaigns)
- Maintain -hygenic Salesforce pipeline management across high-volume accounts
Product & Sales Skill Development
- Develop deep expertise in Docker’s product suite across:
- Docker Desktop
- Docker Business
- Docker Hub
- Docker Hardened Images (DHI)
- Docker AI Governance products
Requirements
Experience & Skills
- 2+ years of B2B/SaaS sales, specifically selling technical products to:
- Developer, engineering, or IT personas
- Track record of meeting/exceeding quota in high-velocity/transactional sales motions
- Technical aptitude: Ability to learn complex products (or prior experience with containers, DevOps, or developer tooling)
- Cross-cultural adaptability: Comfort navigating:
- European/Latin American markets (time zones, procurement norms, compliance)
- Global sales processes (highlighting objection handling, closing)
- Sales tools proficiency (preferred not required):
- Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator
- Open-source software business model experience is a plus (not mandatory)
Soft Skills
- Strong organizational rigor for managing high-volume concurrency
- High integrity + team-first mindset: Thrives by enabling others’ productivity
- Active listening + great communication:
- Compelling written/verbal storytelling
- Energetic phone/video presence
What to Expect
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First 30 Days
- Comprehensive onboarding with training program (equipment, swag)
- Familiarization with:
- Docker’s sales tools (Salesforce, ZoomInfo, Outreach)
- Internal sales processes
- Daily shadowing of Strategic AEs across EMEA:
- Understanding account dynamics, deal flow, and handoff protocols
- Begin core Contract Administration Executive (CAE) functions:
- Lead qualification
- Discovery meetings
- Pipeline intake from Strategic AEs
First 60 Days
- Full ownership of the sub-$30K pipeline across Amer EMEA territories
- Develop your own replayable playbook for speeding up:
- Docker Business DHI add-ons
- Product mastery: Craft a concise pitch targeting sub-$30K buyers
- Achieve first transactions and establish forecasting cadence
First 90 Days
- Operate independently at full capacity, multitasking concurrent deals in multiple markets
- Multiple closed transactions:
- Add-ons, DHI deals, small expansions
- Serve as a trusted partner to every Strategic AE, with clear handoffs and feedback loops
Docker Perks & Culture
- Flexibility: Work globally on your terms
- Whaleness Days: 4* quarterly days off + end-of-year Whaleness break
- Worksetup: Office stipends (equipment for comfort)
- Parental Leave: 16 weeks paid leave (after 6 months)
- Empowerment:
- Net $100/month tech stipend
- Encouraging PTO policy
- $2,000/year training stipend for learning
- Equity: Partial ownership stake to support company growth
- Corporate identity: Docker swag throughout teams
- Benefits: Global health/retirement (varies by country)
Diversity & Inclusion Commitment
"The more inclusive we are, the better we will be." Docker prioritizes a racially, ethnically, and gender-diverse workforce.
Compensation Range
€62.650 – €89.500 (dependent on market alignmnet and experience)
Docker does not offer visa sponsorship for this role.
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